Negotiation skills


What is Negotitaion?


In this Article lets learn the Art of Negotiation,Various process involved in Negotiation and finally the Closing technique.

What is Negotiation?

  • A Negotiation is a strategic discussion that resolves an issue in a way that both parties find acceptable. In a negotiation, each party tries to persuade the other to agree with his or her point of view. By Negotiating, all involved parties try to avoid arguing but agree to reach some form of compromise.
  • Negotiations involve some give and take, which means one party will always come out on top of the negotiation. The other, though, must concede – even if that concession is nominal.
  • Parties involved in negotiations can vary. They can include talks between buyers and sellers, an employer, and also prospective employee, or governments of two or more countries.

“Information is a Negotiator’s greatest weapon”

“In life, you don’t get what you deserve.

You get what you Negotiate.”

Types of Negotiation:


  • Multiple Issues
  • Bridge building


  • Confidential
  • Extract information


Negotiation process
  1. Exchanging information
  2. Bargaining
  3. Closing

Skills for successful Negotiating:

  • Firstly Effective speaking is needed
  • Effective listening
  • Self confidence
  • Patience
  • Above all Respect

Getting prepared:

Needs preparation:

  • What you hope to get out it?
  • What you will settle for?
  • Which you consider it is unacceptable?

Establishing your WATNA & BATNA

WATNA – Worst Alternative To a Negotiated Agreement – Worst Scenario

BATNA – Best Alternative To a Negotiated Agreement – Satisfactory

Identifying your WAP (Walk Away Price)

  • Keep secret
  • Remain firm
  • Obtain concessions if WAP changes
  • Finally be prepared to walk away

Identifying your ZOPA (Zone Of Possible Agreement)

  • Realistic price
  • Final price will sit here
  • Keep WAP secret

Personal preparation:

  • Be Polite
  • Be Firm
  • Calmness
  • Above all do not take things personally

Laying the ground work:-

Setting the time & place:

  • Can be an advantage
  • Environmental factors
  • Limit distractions
  • Neutral venues

Establishing common grounds:

  • Effective to find first
  • Build on it
  • Builds momentum

Creating a Negotiation framework:

  • Agree on what is being negotiated
  • What is Non-negotiable?
  • Based on values and also goals


Preparation – Opening Position – Bargaining – Movement – Closing


Decide what to reveal and what to hold back

Negotiataion types

Getting Off on the right foot:

  • Firstly Open with small talk
  • Show a human side
  • Introductions are important
  • What to share?
  • Can be tricky
  • Start with general issues
  • Finally set the scene for in-depth negotiations.


Here buyer and seller of a goods or services dispute the price and also the exact nature of the transaction with the goal of coming to an agreement.

  • What to expect?
  • Do they typically start out with an unreasonable offer?
  • Do they try to rush the negotiations? – Remain firm
  • Do they try to frame the issues to their own advantage?

Techniques to try:

  • Prepare, Prepare, Prepare
  • Leave behind your ego
  • Ramp up your listening skills
  • Anticipate compromise
  • If you don’t ask you don’t get
  • Stick with principle
  • How to break an impasse?
  • If the impasse involves money, change the forms, a larger deposit, a shorter pay period.
  • Change the team member or the leader
  • Agree on the easy issues & save the more difficult issues for later.

Mutual Gain:

3 Ways to see your opinion

1) Positional bargaining –Soft

  • Friends
  • Agreement

2) Positional bargaining –Hard

  • Victory
  • Destruct

3) Interest bargaining:

  • Mutual gain
  • Problem solves

About mutual gain:

  • Focus on interest
  • Atmosphere of respect
  • Multiple options


Negotiation skills

A little hard work in this phase can ensure that the negotiation achieves its desired result.

Reaching Consensus:

  • Live with decision
  • Different meaning to different people
  • Cannot please everyone
  • 50% of something is better than 100% of nothing

Building an agreement:

  • Translate generalities into specifics
  • Bargaining it over
  • Interpretation of the consensus
  • Get the small print in place

Settling the terms of the agreement:

  • Clearly stated in writing
  • Backed up with the “how” factor
  • Firm details

Dealing with difficulties:

  • Being prepared for environmental tasks:
  • Behind a desk
  • Request for an improvement
  • Be polite, but be firm

Dealing with personal attacks:

  • Respectful opening
  • Sets a positive tone
  • Lets get back to the issues
  • Take the high road
  • Suspend the negotiation

Controlling your emotion:

Deciding when it’s time to walk away:

Walk away if

  • You feel threatened or extremely uncomfortable
  • The other party uses unfair tactics that make it impossible to have a negotiation.

Negotiating Outside the boardroom:

Types of Negotitaions
  • Adapting the process for smaller negotiation:
  • Separate the people from the problem
  • Focus on interests, not postions
  • Expand the range of options
  • Above all state the forms of an agreement in specific clear terms

By Telephone:

  • Firstly pay attention to particular points
  • Listen actively
  • Requesting more time
  • Don’t feel rushed

Negotiating Via Email:

  • Appropriate to use when:
  • When the topic is clearly defined
  • When the topic does not require extensive discussion
  • If expected response is relatively simple
  • When there is little possibility of misunderstanding.

Negotiation on behalf of someone else:

Have clear idea of WAP

Choosing negotiating team:

  • Remind everyone of the team’s goals.
  • Ensure that everyone understands his or her role in the negotiation.
  • Create a “game plan” for the negotiation.

Dealing with tough questions:

  • Suggest in friendly way the question is irrelevant
  • Say you don’t know the answer
  • You would like to wait to respond
  • Finally reply with a question of your own

Words from the Wise:

“Let us never negotiate out of fear, but let us never fear to negotiate.”

“Each success only buys an admission ticket to more difficult problem”

“Under-promise; Over-deliver”


Thus by following the above tips and techniques we can master the art of Negotiation which will be useful in our professional and personal lives.

Negotiation skill


About the author


Writing is my Niche with which I like to share my thoughts and values. I believe words are the most powerful tool which can even Start/Stop a War. By using Motivating & Positive words, we can inspire others. By using Harsh words, we can hurt others. As it is proven Scientifically (Newton's Law) & Spiritually (Karma), "For every action, there is an equal & Opposite Reaction." So, Stop Hatred & Start Spreading love.

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